If you’ve spent time at open houses lately, you’ve probably noticed something that doesn’t always show up in a headline: The North Shore isn’t one market. As I step into my role as 2026 President of the North Shore REALTORS®, the best way I can describe what we’re experiencing is a two-lane market.

In one lane, move-in-ready homes that are well-priced and well-presented are still drawing strong demand and moving quickly; often with multiple offers and highly competitive terms. In another lane, homes that appear to need work are taking longer to sell, attracting fewer offers and forcing more negotiation. This isn’t a sign that the market is “weak” or “crashing.” It’s a sign that it’s more discerning, more educated and, dare I say, moving towards balance, albeit at a higher price than historic norms.

Two lane doesn’t mean “good market vs. bad market.” It means buyers are sorting homes into two categories faster than ever: turnkey/low-risk homes and projects/high-risk homes. In 2026, buyers will continue to pay for certainty, and they’ll ask for concessions when certainty isn’t there.

A few forces are pushing the market this way:

1. Inventory continues to remain limited. When choices are thin, great listings get attention. At the same time, buyers feel stretched by price in relation to needed updates. Affordability has changed buyer behavior. They’re still motivated, but they are also more payment and interest-rate aware.

2. Renovation and deferred maintenance costs are real. Even buyers who don’t mind a project often hesitate when the true cost of updates feels unpredictable. With the current cost of homes across the region, a home needing work isn’t just a design project or fun cosmetic renovation; it’s a long-term budget decision.

3. Micro-markets also matter more than ever. Neighborhood, school district, commute options, flood zones and even street-to-street differences show up quickly in buyer demand. In a two-lane environment, a specific region, city or town is too broad; strategy has to be hyper-local.

What can buyers do to win in 2026?

In a two-lane market, buyers don’t win by being reckless, they win by being prepared. Here’s how:

1. Strength matters: financing, timing and communication. A strong pre-approval, a clear closing timeline and an agent who can communicate and collaborate with the listing side still make a difference. All terms (not just offer price) of a contract matter, especially when a home is in high demand.

2. Don’t confuse “stale” with “bad.” Some listings sit because of pricing, presentation or uncertainty — not because they’re unlivable. Quite often the only thing “wrong” with them is the asking price. In 2026, there will be opportunities for buyers who can identify what’s fixable versus what’s fundamentally risky and what value to assign to both.

3. Be strategic with requests. Buyers should protect, educate and be realistic with themselves, but in competitive scenarios, how you structure requests matters. A thoughtful and calm approach is often more effective than a laundry list of demands.

What can sellers do to stay in the fast lane?

The biggest misconception sellers have right now is that a strong market removes the need for strategy. In 2026, the homes that do best will be the ones that feel easiest for a buyer to say “yes” to.

1. Price for the market you’re in, not the market you remember or wish for. It’s 2026, NOT 2021. Overpricing is one of the fastest ways to slip into the slow lane in a market where buyers already feel the weight of monthly payments.

2. Presentation is the biggest advantage you can give yourself. Decluttering, light paint, small repairs, staging, deep cleaning and professional photos — these aren’t “extras,” they are the basics, truly fundamental. They reduce uncertainty, and uncertainty is what buyers discount.

3. Pre-list preparation reduces renegotiation. Knowing the condition of your home before you list (roof age, systems, well/septic if applicable, etc.) and disclosing issues up front often prepares the buyer and allows you to control the narrative and avoid surprises mid-transaction. This is especially important now that Massachusetts buyers cannot waive their inspection as a contingency. Sellers should assume all buyers are having a thorough inspection. 

The bottom line

In 2026, the North Shore market will continue to reward homes that are positioned correctly, but it will also be less forgiving of uncertainty. That’s not a negative. It’s a return to a skill-based market where strategy, preparation and local expertise matter. And that’s exactly where Realtors bring value: helping consumers navigate not just “the market,” but the specific neighborhood, property type and price point they’re operating within.

The North Shore is a remarkable place to live, work, and invest. My goal this year is to support both consumers and our Realtor community with clear information, strong professional standards and advocacy for long-term housing solutions so our region remains vibrant and attainable for the people who want to call it home.

Lisa White is the president of North Shore REALTORS®.